Exam 15: International Personal Selling and Personnel Management

The _________________________ national works in his or her home country for an international corporation.

Offering a raise on return is a strategy that can be used by the company to better prepare the expatriates for ____________________.

Why do employees experience a loss of status in their home environment upon repatriation?

In a personal selling situation, ____________________ includes substantive aspects of the interaction, such as suggesting, offering or negotiating product-specific utilities and expectations.

What traits of the international sales representatives are likely to convey information that shapes the relationship of the firm to the target market?

Negotiators from ____________________ context cultures follow Western logic, with the negotiation terminating when an agreement is formally reached and in writing.

Which of the following is used to increase extrinsic motivation?

Which of the following is a requirement for an electronic data interchange (EDI) relationship?

A personal selling situation involves content and style. Which is not an example of a "style" issue?

Discuss the disadvantages of using home-country nationals.

Which of the following is not a common training tool for international assignments?

Companies primarily involved in exporting are likely to engage in extensive international sales activity.

Multinational corporations frequently offer as incentive a guaranteed promotion to the expatriate in the company ranks upon his or her successful return from the country of assignment.

In which country should the salesperson focus on closing the deal and aim towards the next sale?

What types of things can a company do to extrinsically motivate an expatriate?

The education allowance covers the cost of educating the employee on the new environment in which he or she will be working.

A _________________________ national is an employee working temporarily in an assignment country, who is not a national of that country, nor of the country in which the corporate headquarters of the company he or she works for are located.

The direct costs associated with each expatriate turnover are estimated to be between

A third-country national is a truly international sales person, the expatriate who works in numerous countries.

Research indicates that expatriates who are primarily interested in completing the assignment in order to earn a promotion are the most likely to succeed in an international assignment.